Breakout Session 6: Know Your Limits – How Much
Profit Should You Expect from Your Team
Dollars & Sense: Critical Decisions to Increase Profits
Presented by : Cammie Hauser
During this session participants will:
• Explore the difference between a cost and an
investment
• Determine how to calculate profitability of each file
• Identify the key indicators every owner must know
2016 Annual Conference – April 7-9, 2016 - Denver, CO
Presented by : Cammie Hauser
Start with content on this slide
2016 Annual Conference – April 7-9, 2016 - Denver, CO
2016 Annual Conference – April 7-9, 2016 - Denver, CO
Cost versus Investment
• Similarities
• Differences
• Why it matters?
2016 Annual Conference – April 7-9, 2016 - Denver, CO
2016 Annual Conference – April 7-9, 2016 - Denver, CO
What are you doing every week that is
beneath your level of
competency?
2016 Annual Conference – April 7-9, 2016 - Denver, CO
Profitability per File Example:
Revenue per file $$
Direct expenses $$
Net Contribution $$
2016 Annual Conference – April 7-9, 2016 - Denver, CO
Revenue – Pricing Conversation
Actual vs. Opportunity Costs
2016 Annual Conference – April 7-9, 2016 - Denver, CO
Calculation of Direct Expenses:
• Estimate time involved
• Measure and calculate actual
2016 Annual Conference – April 7-9, 2016 - Denver, CO
2016 Annual Conference – April 7-9, 2016 - Denver, CO
2016 Annual Conference – April 7-9, 2016 - Denver, CO
2016 Annual Conference – April 7-9, 2016 - Denver, CO
2016 Annual Conference – April 7-9, 2016 - Denver, CO
Dollars & Sense: Critical Decisions to Increase Profits
QUESTIONS/COMMENTS
2016 Annual Conference – April 7-9, 2016 - Denver, CO
Breakout Session 6
Know Your Limits-How Much Profit Should You
Expect from Your Team?
Dollars & Sense: Critical Decisions to Increase Profits
Presented by:
Cammie Hauser
Shareholder of Atticus
April 7, 2016
Make a list of things YOU should NOT be doing below:
___________________________
___________________________
____________________________
____________________________
____________________________
____________________________
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2016 Annual Conference
Denver, CO
Page: 2
Calculate Productivity per File
Total Revenue per file type
$
Divided by: quantity of files
Average revenue per file
$
Allocation
average revenue per file
Staff expense – draft (__%)
Staff expense – fund (___%)
Attorney expense (____%)
X quantity of files
$
$
$
Key Indicators
File Type
Average
revenue per
file
Turnaround
Time
Staff Time
Attorney Time
Estate Planning
Medicaid Planning
Probate
Maintenance plan
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2016 Annual Conference
Denver, CO
Page: 3